Influence Tactics in Plays1

This paper examines the use of influence by the protagonists of 5 plays: King Lear, Hamlet, Macbeth, The Doll's House, and The Caretaker. The analysis is based on a taxonomy of influence tactics found to be used at work and in affectionate relations. The frequency and strength of the influence tactics used by each protagonist, during each act of the play, are described. Changes in the use of influence are related to the protagonist's control of resources and reasons for influencing. It is suggested that a useful classification of plays may be based on the frequency and strength of influence tactics that are used.     

The Use of Influence Tactics in Constructive Change Processes

The use of nine influence tactics by four groups in organizations in constructive change processes was investigated in a field study with 479 participants. Data were collected with a Dutch version of Yukl's Influence Behaviour Questionnaire. The frequency with which line managers, staff specialists, consultants, and works council, delegates used the various influence tactics was examined. Furthermore, differences in direction of influence (upward, downward, or lateral) were assessed and compared to results of previous research in different settings. It was found that rational persuasion, inspirational appeals, and consultation were the most frequently used influence tactics. This is an encouraging finding because these three tactics are most effective for gaining target commitment to a proposal or request. In addition, it was found that the four groups used several influence tactics differently. Finally, only three directional differences in tactic use matched prior findings. This result suggests that constructive change processes lead employees to display different influence behaviour than they would in less uncertain and ambiguous circumstances.     

关系复杂性对关系类别间接性学习的影响

以216名大学生为被试,使用关系复杂性变化的三种虚拟外星生物实验材料,创设个人功能预测的关系类别的间接性学习条件和参照性交流功能预测的关系类别的间接性学习条件,探讨关系复杂性对关系类别间接性学习的影响。结果发现:关系类别的功能预测间接性学习过程中,关系复杂性和学习条件的交互作用极其显著,具体来讲,关系复杂性对关系类别间接性学习的影响仅显著地表现在参照性交流关系类别间接性学习过程中;当学习材料为4特征复杂关系时,参照条件下被试功能预测成绩极其显著高于个人条件,当学习材料为6特征复杂关系加二阶同功能简单关系时,两种学习条件间不存在显著差异,当学习材料为6特征复杂关系加二阶异功能简单关系时,个人条件极其显著高于参照条件。     

Relational Judgments in an Influence Context

We contend that communication episodes tend to focus interactants’attention on one or the other of two relational judgments: dominance or affiliation. Further, when one judgment is relatively more salient, individuals will use the salient judgment as the basis for inferring other aspects of the relationship. To test that notion, a judgment study was conducted in which participants viewed a set of influence messages that varied in degree of dominance and explicitness. The influence context was chosen because it naturally highlighted dominance. After viewing the messages, participants provided ratings of dominance, explicitness, and two aspects of affiliation: liking and involvement. When the resulting data were submitted to a structural equation analysis, it was found that judgments of liking depended on judgments of explicitness and dominance. Judgments of involvement depended on judgments of liking and dominance. Both findings support the claim that one relational judgment may provide the basis for another.     

Not by Labor Alone: Considerations for Value Influence Use of the Labor Rule in Ownership Transfers

People often assign ownership to the person who has invested labor into making an object (labor rule). However, labor usually improves objects and increases their value, and it has not been investigated whether these considerations underlie people's use of the labor rule. We presented participants with third‐party ownership conflicts between an owner of materials and an artist who used the materials for some artwork. Experiment 1 revealed that participants were more likely to transfer ownership to the artist for low‐value materials than for high‐value materials, and Experiment 2 showed that this effect was further moderated by the amount of effort the artist had invested. A third experiment confirmed that participants transferred ownership more often if the artist's labor had increased the value of the materials than when it had added no value. These findings suggest that considerations for value underlie ownership transfers following the investment of labor.     

关系复杂性对关系类别间接性学习中选择性注意的影响

以大学生为被试,使用关系复杂性逐渐变化的实验材料——4特征复杂关系的虚拟外星生物、6特征复杂关系加二阶同功能简单关系的虚拟外星生物和6特征复杂关系加二阶异功能简单关系的虚拟外星生物,采用类别的间接性学习范式——个人功能预测的关系类别的间接性学习条件和参照性交流的关系类别的间接性学习条件,通过三个实验任务（功能预测、自由分类和维度选择）,探讨材料关系复杂性对关系类别间接性学习中选择性注意的影响。结果发现：随着关系复杂性的逐渐增高,被试的选择性注意水平不存在显著差异,但选择性注意的指向性存在极其显著差异,选择性注意的集中性（对无关维度的抑制）不存在显著差异;参照条件下被试选择性注意水平极其显著地高于个人条件,这种差异主要表现在选择性注意的指向性方面,而不表现在选择性注意的集中性（对无关维度的抑制）方面。     

Considerations for the Use of Sentence Completion Tests

Often, sentence completion tests are administered to clients without a clear sense of the clinical questions to be investigated, and, therefore, the appropriate sentence completion instrument to be used. The multitude of forms that have evolved in the last fifty years have made it difficult for clinicians to make informed decisions about which form to use and for what purpose. This article presents ten general guidelines or considerations for the effective use of this popular but sometimes misused psychological assessment method. Practitioners are urged to consider such issues as oral versus written presentation of items, item content in terms of positive or negative stimulus pull, the structure of sentence stems, the original purpose of a given test in regard to intended population and theoretical orientation of the author, and the empirical validity of tests.     

Strength of Subordinates’ Upward Influence Tactics and Gender Congruency Effects1

An empirical investigation with 117 superior-subordinate dyads examines the moderating effects of subordinate gender on the relationships between the strength of upward influence tactics and three outcome variables: performance ratings, psychosocial mentoring functions, and career-related mentoring functions. The results support predictions that men who employ stronger upward influence tactics obtain higher performance ratings and more career-related mentoring functions, and women who employ weaker upward influence tactics obtain more psychosocial mentoring functions. Implications of the findings for theory, research, and practice are discussed.     

管理者影响策略的结构

本研究根据中国企事业组织内管理者对他人发挥影响力的特点 ,选取反映中国文化的影响计策编成题目 ,并与西方背景下构建的组织影响策略量表汇编成问卷。 2 1 8位中国管理者用汇编的问卷评定他们与直接上司和直接下属在工作中相处时使用这些计策的频率。结果发现 ,在因素水平有“应变控制”和“温情说服”两个正交因素。这两个因素跨影响方向一致。对各因素内的题目做聚类分析 ,发现大多数聚类的内容跨影响方向的一致性不高。与西方的组织策略量表对照 ,因新题目的加入 ,汇编的影响计策量表内的聚类更好地反映了中国管理者使用影响计策的特点。     

Relationships of Employment Status,Gender Role,Insult, and Gender with Use of Influence Tactics

Previous research indicates that men and womenuse different tactics to influence others. This paperexamines the worth of using personality andenvironmental variables to study phenomena that havebeen previously studied with gender as a variable.Study One examined the relationship between gender roleand choice of influence tactics for 31 male and 103female, mostly Caucasian college students. Study Two examined the role of traditional versusprofessional employment status on 104 female collegegraduates' choices of influence tactics. Consistent withthe hypothesis that gendered personality variables and environments would act in much the same wayas gender itself, students demonstrating masculinegender role characteristics and women employed intraditionally male settings reported a greaterlikelihood of using stereotypically male patterns ofinfluence. Students demonstrating feminine gender rolecharacteristics and women employed in traditionallyfemale settings reported a greater likelihood of using stereotypically female patterns of influence.The importance of studying personality and environmentalvariables relative to gender is discussed.     

Clinical Considerations in the Conjoint Use of the Rorschach and the MMPI

Contemporary clinical and research findings concerning the Rorschach and the Minnesota Multiphasic Personality Inventory (MMPI) indicate that (a) objectivity and subjectivity are relative and not categorical dimensions of these two instruments; (b) apparent contradictions between Rorschach and MMPI results are generative and not invalidating; (c) within limits, false negative findings are not cause for concern in the clinical application of Rorschach and MMPI variables; and (d) differences between the Rorschach and the MMPI in how they are structured and what they measure demonstrate considerable advantage in using them in complementary fashion to support clinical inferences.     

Clinical Considerations in the Treatment of Substance Use Disorders with Veterans

This article addresses issues associated with the treatment of substance use disorders (SUD) in the U.S. veteran population. First, we examine special considerations regarding the assessment of alcohol and drug use in veterans. Second, we discuss current treatment approaches that have demonstrated efficacy in this population, with special consideration the issue of co-morbidity (especially SUD and Posttraumatic Stress Disorder). Third, we discuss two strategies to coordinate treatment of SUD: stepped care as a way to implement these treatments for SUD alone, and integrated treatment for SUD and co-morbid disorders. Finally, we discuss promising future directions for the treatment of SUD in the veteran population, including examination of mechanisms of behavior change, formal involvement of the veteran’s family in treatment, and use of existing datasets.     

组织情境中的影响策略研究述评

影响策略是指个体采取的旨在使他人态度和行为产生预期改变的行为方式。组织情境下的影响策略受动机、场控制和自我监控等因素的影响,对工作绩效、薪酬、晋升和一些积极组织行为有显著的预测作用。本文侧重介绍了影响策略的结构、测量、前因后果变量以及跨文化研究等方面内容,总结了已有研究为管理实践提供的有价值参考,并指出研究方法的有效互补、对基层职员影响策略的关注和基于中国人行为观念的本土化研究是今后探讨的主要方向。     

The Influence of Acceptance Goals on Relational Perceptions

We examined whether relational perceptions (social involvement, relational value, interaction experience) differ depending on interaction acceptance goals (establish, maintain, or repair). Results indicated that relational perceptions were more positive in the maintain condition compared to the establish condition, which in turn was more positive than the repair condition. The data also supported a moderated mediation model: the indirect effects of social involvement and relational value on the relationship between acceptance goals and participant’s interaction experience were contingent on self-esteem. These findings identify boundary conditions that influence the impact of acceptance goals on how much people experience an interaction positively. The findings provide an integrated framework outlining the potential relationship between acceptance goals, relational perceptions, interaction experience, and self-esteem.     

Influence Tactics in Combination: The Interactive Effects of Soft Versus Hard Tactics and Rational Exchange

The effects of multiple influence tactics in dyadic compliance-gaining situations are underexplored. In a laboratory experiment, we exposed subjects to a scenario-based influence attempt within which tactics that convey a rational exchange of benefits were juxtaposed with soft tactics that project friendliness and flattery. We found support for the prediction that soft tactics would heighten compliance more in the absence, rather than presence, of an offered exchange. Implications and limitations are discussed.     

表面相似性对数量关系和相对大小关系理解的影响

研究采用数量关系匹配任务和相对大小关系匹配任务,通过高表面相似性、低表面相似性和交叉映射三种实验条件,探讨表面相似性对儿童和成人数量与相对大小关系理解的影响。研究一对37名4岁儿童进行三次每次间隔半年的追踪测查,结果表明4~5岁间儿童理解数量关系和相对大小关系的水平有显著提高;4岁儿童对数量关系的理解受到表面相似性的影响,4~5岁儿童对相对大小关系的理解受到表面相似性的影响。研究二探究44名成人数量和相对大小关系理解的特点,结果发现,成人完成两种关系匹配任务时也受到表面相似性的影响。     

Some Considerations in the Study of Traumatic Stress1

This paper examines the concept of traumatic stress within the broad domain of current stress and health research. The unique nature of “trauma” is rejected because a) clear defining criteria for a unique stimulus condition do not exist, and b) studies of special outcomes, such as PTSD, can be done without postulating a unique stimulus condition. Instead, an integration of the different areas of stress research is advocated. The paper offers methodological recommendations about measurement, which are offered within a framework that emphasizes assessments of objective dimensions of stressful exposures.     

Differences in the Perceived Effectiveness of Influence Tactics Among Jews and Arabs: The Mediating Role of Cultural Values1

The study investigates differences between Jewish and Arab employees vis‐à‐vis their evaluation of the effectiveness of several influence tactics, and examines whether these differences are mediated by cultural differences. Rational persuasion was the only influence tactic that was evaluated as more effective by Jewish employees, in comparison with Arab employees. In contrast, ingratiation, pressure, and coalition were evaluated as more effective by Arab employees, in comparison with Jewish employees. Regarding cultural values, we found indulgence higher among Jewish employees than among Arabs, whereas uncertainty avoidance was higher among Arab employees. Examination of the mediating processes indicates that even after removing the influence of cultural values, Arab employees still judged these 3 tactics as more effective than did Jewish employees.     

The Influence of Activation Level on Belief Bias in Relational Reasoning

A novel explanation of belief bias in relational reasoning is presented based on the role of working memory and retrieval in deductive reasoning, and the influence of prior knowledge on this process. It is proposed that belief bias is caused by the believability of a conclusion in working memory which influences its activation level, determining its likelihood of retrieval and therefore its effect on the reasoning process. This theory explores two main influences of belief on the activation levels of these conclusions. First, believable conclusions have higher activation levels and so are more likely to be recalled during the evaluation of reasoning problems than unbelievable conclusions, and therefore, they have a greater influence on the reasoning process. Secondly, prior beliefs about the conclusion have a base level of activation and may be retrieved when logically irrelevant, influencing the evaluation of the problem. The theory of activation and memory is derived from the Atomic Components of Thought‐Rational (ACT‐R) cognitive architecture and so this account is formalized in an ACT‐R cognitive model. Two experiments were conducted to test predictions of this model. Experiment 1 tested strength of belief and Experiment 2 tested the impact of a concurrent working memory load. Both of these manipulations increased the main effect of belief overall and in particular raised belief‐based responding in indeterminately invalid problems. These effects support the idea that the activation level of conclusions formed during reasoning influences belief bias. This theory adds to current explanations of belief bias by providing a detailed specification of the role of working memory and how it is influenced by prior knowledge.